Federal Account Executive, Named Accounts

This is a fully remote position, open to applicants in Maryland, +1 more state.

📋 Description

• Take ownership and implement a strategic territory plan for accounts associated with the Department of War.

• Identify mission leaders, associated programs, funding sources, contract vehicles, and partners, conducting quarterly reviews.

• Build a sales pipeline through cold outreach, participation in mission events, partner-led initiatives, research-based outreach, and warm inbound leads.

• Assess opportunities by determining mission requirements, funding sources, fiscal timelines, decision-making authority, and procurement pathways.

• Execute a disciplined sales process that includes multi-threading, mutual action plans, confirmed close dates, and precise Salesforce forecasting data.

• Convert internet intelligence into actionable mission outcomes for cyber operators, program offices, and contracting officers.

• Navigate federal procurement processes, including GSA and government-wide acquisition vehicles, reseller/integrator documentation, sole-source justifications, OTAs, and year-end funding cycles.

• Guide Sales Engineering, SDR, Channel, Marketing, and Censys ARC research resources in deal pursuits.

• Broaden initial engagements into enterprise-wide programs via relationship management and executive alignment.

• Provide accurate forecasts to assist leadership in decision-making.

• Supply competitive, mission, and requirement intelligence to Product, Marketing, and leadership teams.

⛳️ Requirements

• A minimum of 5 years of quota-carrying federal sales experience.

• Proven track record of growing and managing accounts related to the Department of War / DoD.

• Extensive knowledge of DoW mission organizations, acquisition programs, contracting processes, special programs, and federal procurement challenges.

• Self-motivated with a proactive, hunting mindset; persistent and resourceful.

• Consistent success in meeting quotas in a diverse, complex, and competitive market.

• Formal training in sales methodologies with the capability to apply structured qualification, multi-threading, mutual action plans, and negotiation tactics.

• Experience in enterprise security software sales; strong preference for backgrounds in cybersecurity, threat intelligence, or attack surface management.

• Ability to cultivate direct relationships with customers and channel/integrator partners in a matrixed environment.

• Exceptional verbal, written, and presentation skills.

• Strong proficiency with Salesforce and sales intelligence and engagement tools.

• Willingness to travel approximately 20% of the time.

• Ideally located within the Maryland–Virginia–Washington, D.C. metropolitan area.

🏝️ Benefits

• Equity.

• Reasonable accommodation for individuals with disabilities.

• In-person onboarding at Censys HQ in Ann Arbor.

• Fully remote work arrangement.

• Regular travel to engage with customers and connect with colleagues.

• Inclusive work environment.

• Equal opportunity employment.